Posts from the ‘Sales Best Practices’ Category

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There is a natural pattern that often occurs after a sale. Everyone is euphoric at the close, there is often a lot of communication for 30 days or so setting things up, then . . . silence.

Now, while there is no way to maintain the peak level of intensity that went into the final days of the transaction, buyers usually suffer a bit of a letdown or “buyer’s remorse” when the relationship downshifts a bit.

This can be a vulnerable time when they may tend to tell others that “the salesperson was my best friend until he closed the deal.”Read more

We have four “neighborhood” restaurants nearby that historically have had good food and are convenient to get to.

So it is interesting that we have now had three bad meals in a row at three of them accompanied by a drop in service and even some cleanliness. Not coincidentally, the crowds are thinning so they are in a classic death spiral.

Needless to say they are off our list, and usually when you see this kind of drop off in quality, you see the restaurant close soon thereafter, so we will see.

Meanwhile the fourth restaurant is maintaining its quality of food and service and is more robust than ever.

We have all experienced this and it is a good lesson relative to our own businesses. Read more

As you might surmise, our Mr. Shmooze community includes all sorts of people who are interested in selling and communications including business owners, sales managers and salespeople.

Historically our focus has been on helping salespeople ply their trade, but over the years many of you have asked if we have anything specifically for owners and managers . . . something that can help you develop your strategies and build outstanding sales teams.

Years ago, there was a great running back named John Riggins who played for the Washington Redskins. Big, strong and tough, he would rather run right over you than use any fancy footwork. The offensive line that cleared the way for Riggins called themselves “The Hogs.”

Every week, Riggins took The Hogs out for steaks and beers. His rationale . . . he was only as good as the people around him . . . and in front of him . . . and he wanted to make sure the Hogs knew how much he appreciated them.

Who makes up your offensive line?Who blocks for you by processing your orders, talking to your customers and following up on delivery? How loyal are they to you?Read more

Well there is no question about it: the Internet is swallowing the universe. I just read yesterday that a group of scientists are warning that we need to begin planning on how to control artificial intelligence in weapons systems or the weapons may turn on us . . . can the Terminator or the Matrix be far behind? And will this brave new world even need salespeople . . . to buy real estate, cars or insurance? Read more

Psychologists know that it is basic human instinct for human beings to seek validation for their decisions from the groups they identify with. So if you are a professional basketball player, and your trainer wants you to try a new diet or exercise routine, the first thing you will probably ask is, “Who else is doing it?” If the answer is, “LeBron James or Michael Jordan,” you will probably ascribe more credibility and value to the proposition than if your trainer has no successful examples to point to. Read more

Psychologists have long known that small commitments can lead to big commitments. In one research study they asked homeowners to place a big campaign sign in front of their houses. Most of the homeowners who were being asked for the first time declined. However, most of the homeowners who already had said yes earlier and had small signs on their property agreed to place the big signs.

The idea is that when buyers begin to make small, positive commitments throughout the selling cycle, it is enormously helpful when the time comes to close the deal. Read more

I am a big proponent of sales training. It goes without saying that a salesperson must have absolute command of the pivotal benefits of his products and services to be credible and compelling when communicating with buyers. And to the extent he can pick up some new ideas and selling techniques from a training platform, all the better.

But after many years in and around the selling profession, do you know what I have found to be the most powerful developmental platform of all? Read more

Even prior to “social networking” on the Internet, most salespeople considered networking to be a top priority in the sense that the more people we know the more likely it is that someone can help us in our sales endeavors. But one distinction we have always tried to make is that “networking means nothing” if the result is a passive list of acquaintances as opposed to an active and energized list of true business colleagues and associates. Read more